Honeywell’s builder program links dealers and contractors

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Friday, April 1, 2005

SYOSSET, N.Y. - Honeywell introduced its version of the builder program in the end of January - called the Honeywell Builder Program - that links a variety of the company’s products to contractors.

Builder programs have become a popular offering through a variety of security companies in the past 12 months as firms try to tap into new construction opportunities in key markets across the country. GE Security launched its program in August 2004 and Firstline Security followed suit in the beginning of November 2004.

Honeywell’s program offers products to builders, including security components, such as intrusion and motion and fire detection, comfort controls, air ventilation and filtration systems, and water solutions, including regulating valves and water filters available directly through Honeywell. Builders can join the program through various levels of commitment depending on the number of homes being serviced through the program.

Unlike other builder programs where the contractor works directly through a security dealer, the Honeywell program, which also supplies a variety of marketing materials to the contractor, works more as a networking opportunity between the two parties.

“We make the connection between the private businesses,” said Ken Weinstein, senior vice president of marketing at Honeywell/First Alert.

Instead of a dealer working to bring a contractor into the program, Honeywell matches a contractor with an authorized subcontractor or dealer to assist with product installation.

“We have people in the field that are generating business with builders,” said Weinstein, “We (Honeywell) are not in the installation business.”

But that is not to say the program works only in that specific way.

“If the contractor is involved with the dealer, the dealer can educate them on the Honeywell program and the products,” Weinstein said.

The program was developed to consolidate home products into a single step for contractors, who are increasingly asked to integrate electronics in new homes. According to data provided by Honeywell, by the end of 2005 nearly 47 percent of homeowners will specify structured wiring in new homes to integrate audio, visual and security components.

Weinstein said the program assists dealers who have already secured business within the builder market.

“We suspect that this won’t drive dealers to be in the builder market,” Weinstein said. “It helps the ones that are already there.”